How to Sell Before You Get a Lead-Marketing Automation

March 7, 2014

Today’s prospects are information seekers who don’t wait for proprietary information from sales people to shape their buying habits. They research online and consume massive amounts of product details and brand information, giving them incredible power and insights that would seem to weaken the impact of sellers. But all is not lost.... read more

Customer Feedback – How Often and What to Ask

March 5, 2014

Customer feedback provides key direction to business owners, shaping the future decisions and encouraging product improvement or product experimentation. Figuring out how, when and what tools to use to gather customer feedback can be daunting. However, customer feedback training can prepare any salesperson with the right tools and tactics to get the most useful responses from customers in order to measure client satisfaction.... read more

How to Identify Top Sales Skill Training Influencers

March 3, 2014

Books, classes and conferences are not the only venues for sales skill training. Sometimes the greatest teaching resources are the top power players in any field. By identifying, reading about, listening to, interacting with or merely following these influencers on social media, sales professionals can benefit from the experience and wisdom of experts.... read more

Hiring a new salesperson? 3 essentials for hiring a winner!

February 28, 2014

Finding a great salesperson who has a fantastic attitude and a history of great results can be difficult. Companies have to fight the competition for top talent and sometimes conjure up extravagant benefit packages to lure away premier talent from their current employers.... read more

Digital Marketing: Tips for 2014

February 27, 2014

From Facebook to Procter & Gamble, more companies are throwing their advertising dollars at digital marketing, reducing commitment to other ad forms, particularly print. The trend capitalizes on the unstoppable expansion of website and mobile ads. Digital ads flexibly rely on social media, apps, online video, electronic mail and other Web tools to engage audiences.... read more

How to Keep Your Sales Team Motivated

February 24, 2014

Aborted deals, failed presentations, customer resistance and losing a deal to a competitor are natural hazards of any sales job. Yet, positive energy is so essential to winning over the next customer that salespeople can’t afford to get the blues. The best sales people are self-motivated, but let’s face it: there are times when everyone needs encouragement from someone else in order to bounce back. Managers can keep their sales team motivated by using the following strategies from experts in the sales business.... read more

Marketing and Sales: How to Get Your Teams on the Same Page

February 17, 2014

Marketing and sales professionals have symbiotic relationships with somewhat overlapping duties that can exist in harmony or chaos. For both to function at peak level the two departments must respect each other’s functions while committing to working together to raise revenue.... read more

5 Must-Have Features for a Great Sales Presentation

February 10, 2014

A great sales presentation can make a hesitant prospect turn into an all-in, repeat customer.  It can make people believe in products, be inspired by them and to commit the cash to buy them. The magic is in the delicate art of persuasion.  Everything from the seller,the message, and the props, determines whether a presentation is great, mediocre or a downright failure.... read more

7 Mistakes Most Salespeople Make

February 5, 2014

Technique and tone are key to artfully closing a sale. Despite years of on the job experience, however, many salespeople never truly master their skills.... read more

Transform Your Sales Force and Your Business in 2014

January 31, 2014

Right about this time of year is when the New Year’s resolutions so earnestly made a few weeks ago start to fall apart, as old patterns kick back in. The best way to avoid this, short of a Herculean increase in willpower and discipline, is to enlist some outside help to keep you on track.... read more

Your Best Salespeople May NOT Work In Sales.

January 27, 2014

In my long career as a sales trainer, I have come across many best salespeople in diverse industries that shared a similar story: when they embarked upon the search for a career, sales was the last profession they considered. Many started in other jobs and simply “ended up in sales somehow,” often even outperforming  longtime veterans at their new firms.... read more

Great Tips from the Late Mr. Zig Ziglar

January 23, 2014

A motivational marvel, Mr. Zig Ziglar is author of “Closing the Sale,” a must-read for any salesperson or sales manager of any age.  The amazing thing about Ziglar is that he had a natural instinct for persuasion and finding the right trigger to motivate people. He understood that marketers sell not just the product, but also themselves and certain principles.... read more

25 Different Marketing Channels – The List is Almost Endless

January 22, 2014

Selling successfully these days requires the ability to use many different marketing channels to source business. The reason for this is that prospects’ attention is now spread out over many media sources, rather than being limited to television, radio and newspapers as in the past.... read more

Top 3 New Sales Tips for 2014

January 7, 2014

Most readers of this blog are seasoned sales professionals, managers, and executives with some degree of training and success in the B2B sales world. They have moved beyond the first clumsy phases of a selling career and are now looking to take their skills to a truly professional level and gain an edge.... read more

Need a Keynote Speaker? Why NOT to Use a Speakers Bureau

January 2, 2014

A good keynote speaker will energize an audience while informing it, often being the most memorable part of a conference, and even the main catalyst for positive change among attendees.  Beware: if the speaker is corny or rote, then a bad precedent might be set for the rest of the agenda, killing the message and the motivation you have invested tens of thousands to deliver.... read more

Sales Tips for Holiday Season

December 6, 2013

Most everyone loves the holiday season, except for the majority of B2B salespeople. They worry about making quota and having enough to pay for the holiday bills, faced with prospects who are unavailable or give the old “we are holding off until the New Year to buy anything” objection.... read more

Find the Right Mix of Inside vs. Outside Sales Personnel

November 28, 2013

Every business needs the right blend of talent to successfully market and sell to the various kinds of prospects which exist in its territory. The tendency is to try to fill up a roster with A-type personality, go-getter salespeople. But, just as a football team would fail if it were comprised solely of quarterbacks, so are businesses hobbled if they only hire this kind of salesperson.... read more

Is a Large or Small Sales Consulting Firm Better?

November 19, 2013

Sales consulting firms can help businesses discover the most effective sales processes and techniques for their market, plot a path to recovery, and revitalize a sales force. But when looking for a suitable firm, you might want to try a small one.... read more

Make Your CRM Actually Work with Sales Consultancy Services

November 13, 2013

The emergence of cloud technologies have made an array of powerful tools, including CRM and ERP suites, available to businesses that previously could not afford them. As more information becomes available to businesses and sales professionals, the complexity of these tools continues to increase as well.... read more

What Can I Improve with Sales Consulting Services?

November 8, 2013

Many businesses struggling in a difficult economy have found success by hiring sales consulting services. While each company has its own DNA and improves in different ways, the successes all boil down to establishing a solid framework for finding prospective customers and then using sales techniques to get them involved in the most efficient way possible.... read more

Have More than 100 Sales People? Try “Corporate” Sales Training

November 1, 2013

As your business grows in size, individual sales training and one-on-one coaching becomes too impractical and costly for sales managers to do themselves. If your business utilizes a large sales team, corporate sales training offers a format and structure more suitable for your situation.... read more

What Is a Business Growth Consultant?

October 28, 2013

Business growth consultants are a valuable asset to any business looking to build a solid foundation of growth for their business. By helping to train executives in growth strategies, develop processes and implement expansion plans, these professionals offer the tools to help your business improve focus and establish long-term success for your business.... read more

Five Factors that make a Winning Sales Training Consultant

October 19, 2013

Hiring a sales training consultant is one of the best decisions any company can make. If it is struggling with revenue, training might be the pivotal factor in turning things around. And if it is already doing a fair amount of business, then sales might go into the stratosphere with a properly trained sales force.... read more

The Best Sales Training Programs Compared

October 16, 2013

At Asher Strategies, we know you have choices. There are many programs out there which are useful in training salespeople, and it is often difficult to discern the differences of each at first glance.... read more

5 Simple Sales Strategies to Grow Revenue from Existing Customers

October 4, 2013

One of best ways to throw away money is to neglect existing customers.  A key part of the sales process is interacting with current customers every once in a while to ensure continued satisfaction. If you don’t, they tend to leave you for your competitors, and it takes a lot of money and effort to market to new people to replace them.... read more

How Can a $115 Sales Aptitude Assessment Save You $150,000

October 3, 2013

Regular readers of this blog might wonder why we at Asher Strategies place so much emphasis on giving each and every member of a sales team, from executives on down, a sales aptitude assessment.  After all, most of us pride ourselves on being good judges of character, and a formal interview process should give us more than enough opportunity to gauge whether a prospective employee is a good fit.... read more

5 Keys to a Successful “C-level” Sales Call

October 1, 2013

There are few things as intimidating for green salespeople as the C-level sales call. First, most give up as soon as they encounter a tough gatekeeper. Second, they might never have previously dealt with people in such high positions of authority, and can get self-conscious as soon as they see the expensive furnishings and no-nonsense demeanor many executives display.... read more

7 Reasons Sales Jobs Are Perceived Negatively by Salespeople

September 27, 2013

One of the hurdles sales managers have to overcome in recruiting salespeople is the sometimes less-than-positive image these jobs hold in the marketplace. This has improved greatly over the past few decades, but there are still some improvements to be made.... read more

How to Write a Great Sales Email

September 24, 2013

When contacting customers through email, some companies make the mistake of treating their prospects like robots, and sometimes it shows. While it is impractical to completely write a unique email for every single contact on your email list, there are still ways to grab attention and make the person on the receiving end feel that your communication is more than just another piece of spam.... read more

How to Add LinkedIn to Your Sales Process and Boost Sales

September 23, 2013

From 2012 to 2013, the number of pages that LinkedIn viewers interacted with grew by a whopping 63%. Because of the potential for more growth, and its positioning as more “serious” than other social media platforms, LinkedIn has become a prime hunting ground for business professionals in every market.... read more

5 Ways to Measure Sales Training Effectiveness

September 19, 2013

It is not hard to figure out that sales training is one of the most valuable tools for increasing productivity and making happier, more efficient employees that directly add to the bottom line. But how do you know whether the sales training chosen has actually paid off in the long run, well after the temporary “rah-rah” enthusiasm (that just about all training provides) wears off?... read more

What is a Consultative Sales Process?

September 17, 2013

Asher Strategies has taught the consultative sales process to well over 50,000 individuals in more than 1,200 firms over the last 35 years, all over the world. Our current expansion into Asia reflects our commitment to serve companies on a global scale and help them overcome today’s sales challenges.... read more

Integrating Sales Strategies and Corporate Objectives

September 16, 2013

In a perfect world, the C-suite and the sales team work together to seamlessly integrate long-term corporate objectives with the usually shorter-term sales strategies that salespeople operate off of. This is not often the case in real life, however, where rifts between the C-suite and the salespeople “in the trenches” occur frequently.... read more

How to Find the Perfect Sales Consultant

September 10, 2013

A company is only as good as its people. Finding qualified candidates for your firm, especially ones which directly impact your bottom line, such as salespeople, can be laborious. While traditional methods such as headhunting and job advertising can provide plenty of leads when searching for new sales consultants, they are generally pricey and flood your recruiting lines with a lot of people who just aren’t good fits.... read more

3 Sales Strategies to Increase Market Share

September 6, 2013

Sales is an ever-changing game where, although the fundamentals remain the same, the way these are executed is variable. If your firm is struggling to gain market share, it might be time to reevaluate your sales strategies and ensure they are up-to-date.... read more

Top 5 Reasons to Revamp Your Sales Processes

Regular readers of my blog know how much I stress individual salesperson testing and training. But all that is irrelevant if the sales processes used in the firm aren’t geared to support your people once they have been trained to sell. Here, we will explore the top 5 reasons why revamping your sales processes is important and how my firm can help you through it.... read more

4 Startling Facts Every Business Owner Should Know

August 30, 2013

Sometimes in business, we get tunnel vision in regards to what our real problems are and what solutions should be undertaken to fix them. I suspect it happens when business owners either fail to step back and look at the big picture, or when they dismiss the obvious cause of failure simply because “it cannot be that simple.”... read more

Can Shy People Become Sales Superstars?

August 28, 2013

It’s true that sales depend heavily on personal interaction. A common misconception which stems from this fact is this: only those who are naturally outspoken can make the big bucks in sales. However, the truth is that there are many different types of sales, and therefore different personality types can succeed as salespeople as long as they are placed in the right roles.... read more

Top Five Sales Technology Innovations for Your Business

August 25, 2013

In a climate rife with economic pitfalls and stiff competition, it has become more essential than ever that business owners not only seek out employees with experience under the belt, but also search for cheaper and faster means of training them when necessary, while simultaneously better leveraging customer data to unearth more opportunities. This has led to several new technologies, and even older ones, being innovated and adapted to suit the needs of those companies struggling to drive sales.... read more

3 Unusual Sales Techniques to Get Out of a Rut

August 17, 2013

Every single salesperson finds himself in a rut at some point in his or her career. For some, it might even be several times per year. This can be a period of deep despair, where nothing seems to “click” and even deals that seemed like “sure things” fall apart. In a vicious cycle, each defeat leads to a worse attitude, which makes sales even harder to get.... read more

BYOD and the Sales Team: Risks and Benefits

August 9, 2013

BYOD, which stands for Bring Your Own Device, is no longer a “maybe” proposition. Workers nationwide are using their own preferred mobile devices for work, even if this makes IT managers grit their teeth due to the lack of control and extra security risks inherent in such a practice. Sales managers, executives, and even company wide sales training should take this trend into consideration, as it has ramifications, both good and bad.... read more

Easy Tips for Designing a Top Sales Training Program for Your Company

If you are reading this, you are likely trying to put together some kind of solution to your firm’s corporate sales training issues. With so many options, it can be tough to know where to start, so consider this a short primer on the important facets to keep in mind when designing a top sales training program for your sales force.... read more

Sales Aptitude Testing for Beginners

July 31, 2013

Sales aptitude testing is an indispensable part of sales improvement. According to Craft Systems, 50 percent of outside salespeople’s results are attributable to their natural talent for the job. This is a sobering statistic for sales trainers like myself, but the good news is that it allows us to build better teams through testing and identifying the roles employees are best suited for.... read more